Senior Business Development Manager – Military & Law Enforcement, UKI

Department: Sales

Employment Type: Full Time

Location: United Kingdom, United Kingdom, United Kingdom, Remote

Key Responsibilities

• Lead business development activity across a defined portfolio of UK and Ireland military, defence, and law enforcement accounts, including MOD, frontline commands, defence digital organisations, agencies, and allied stakeholders.
• Identify, shape, and secure complex, high-value, and often multi-year opportunities, moving beyond transactional training delivery toward programme-based and capability-led engagements.
• Build and maintain a deep understanding of defence and law enforcement priorities, threat landscapes, policy drivers, and procurement environments, translating these into relevant SANS solutions.
• Engage confidently with senior military and government stakeholders, operating effectively at officer, executive, and policy level.
• Position SANS as a trusted partner supporting national security, operational readiness, cyber resilience, and professional development outcomes.
• Develop and execute structured account and engagement plans aligned to strategic defence and law enforcement objectives. 

• Establish and sustain long-term, trust-based relationships with key decision-makers, influencers, and sponsors across defence and law enforcement organisations.
• Take ownership of senior commercial engagement throughout the sales lifecycle, from early-stage discovery through to commercial agreement and handover.
• Act as the primary commercial interface for complex customer scenarios, ensuring clarity, consistency, and professionalism in all interactions.
• Support the successful onboarding and ongoing management of customers, ensuring programmes deliver value, satisfaction, and long-term growth.
• Represent SANS at relevant defence, security, and law enforcement forums, events, and industry engagements to strengthen market presence and credibility.

• Own the end-to-end sales process for assigned opportunities, including opportunity qualification, solution design, pricing, proposals, contracts, and tender responses where applicable.
• Maintain accurate pipeline management, forecasting, and reporting through agreed CRM systems and processes.
• Operate effectively within public sector and defence procurement frameworks, ensuring compliance while exercising sound commercial judgement.
• Support marketing initiatives, campaigns, and SANS-hosted events aligned to defence and law enforcement audiences.
• Maintain strong commercial discipline across deal management, governance, and internal collaboration.

• Act as a role model for professional, ethical, and high-quality sales engagement within sensitive defence and law enforcement environments.
• Set standards through personal execution in areas such as customer engagement, opportunity management, and commercial integrity.
• Share insight, market intelligence, and best practice informally with colleagues to support overall team effectiveness, without formal line management responsibility.
• Collaborate constructively with peers and internal stakeholders to ensure joined-up engagement across strategic accounts.

• Monitor payment of customer invoices, ensuring outstanding invoices and debts are settled in a timely manner. 
• Support marketing campaigns and SANS events to help deliver revenue growth targets.
• Successfully develop and drive sales plans, using agreed methodologies.
• Embrace and adhere to agreed sales processes and procedures.

• Deliver agreed revenue targets, KPIs, and strategic objectives aligned to defence and law enforcement market priorities.
• Take ownership of tender and procurement activity for relevant opportunities, where applicable.
• Actively promote and protect the SANS brand, values, and mission across all customer and partner interactions.
• Undertake additional responsibilities consistent with the seniority and scope of the role, as required.

Skills, Knowledge and Expertise

• Proven experience in a field-based B2B sales role within UK Military, HM Government and/or UK Law Enforcement.
• Proven experience in account management.
• Experience managing complex sales opportunities involving multiple decision-makers.
• Proven ability to build trusted relationships with senior government stakeholders.
• Experience using Salesforce or a comparable CRM platform. 

• Deep understanding of the UK & Irish Military and Law Enforcement markets, including funding cycles.
• Working knowledge of HMG procurement frameworks and defence acquisition processes, including experience negotiating, shaping or supporting complex government or defence contracts.
• Awareness of current cyber security trends and workforce development challenges.

• Excellent relationship-building and senior stakeholder management skills. 
• Strong consultative selling and commercial negotiation capabilities.
• Outstanding communication and presentation skills. 
• Ability to influence senior decision-makers and executive leaders. 
• Strong IT Skills, including experience of working with all Microsoft Office products and social media such as LinkedIn.
• Strategic account planning and opportunity management. 
• Strong commercial forecasting and pipeline management. 
• Excellent organisational, analytical and problem-solving skills. 
• Ability to manage multiple complex opportunities simultaneously.

• Educated to degree level or equivalent experience.
• Current UK Government Security Check (SC) clearance or eligible to obtain UK Government Security Check (SC) clearance..

• Experience selling cyber security education, technical training or workforce development programmes. 
• Knowledge of organisational learning, training and operational capability-development initiatives within military and law-enforcement environments.

• Developed Vetting (DV) clearance and/or NPPV clearance.
• Cyber security or information security qualifications.
• Relevant professional memberships.